Senior GSI Alliances Manager - East

<div class="content-intro"><p>Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.</p></div><h2>What is the Role</h2> <p>We are looking for a highly motivated GSI Incubation Lead to join our global partner team at Elastic. This role is responsible for <strong>designing, executing, and validating early-stage Global Systems Integrator (GSI) partnership motions</strong>, transforming strategic partner interest into <strong>repeatable, scalable, and field-ready Go-To-Market models</strong>.</p> <p>This role serves as the link between Strategy and Scale - proving which GSI motions work, creating the operational model for success, and enabling confident long-term handoff to regional sales and partner teams.</p> <h2><strong>What You Will Be Doing</strong></h2> <ul> <li>Identify, design and lead <strong>early-stage GSI partnership motions</strong> aligned to Elastic's strategic priorities (e.g. GenAI, Security, Observability, Search)</li> <li>Drive <strong>early pipeline creation and lighthouse opportunities</strong> through joint account planning and partner-led execution</li> <li>Work closely with Sales, Services, Marketing, Product, Finance, and Legal teams to <strong>align incentives, execution models, and success metrics</strong> for strategic GSI engagement</li> <li>Build and operationalize <strong>repeatable GSI playbooks</strong> (enablement, account targeting, delivery models) that can be handed off to regional teams for scale</li> <li>Establish clear, data-backed criteria to <strong>graduate, invest further in, or exit</strong> GSI incubation partners</li> </ul> <h2><strong>What You Bring</strong></h2> <ul> <li><strong>10 years + experience</strong> in partnerships, alliances, GTM, or services-led sales within enterprise technology</li> <li>Proven experience <strong>building and scaling GSI or complex partner motions</strong>, ideally from early-stage incubation through repeatable execution</li> <li>Strong track record of <strong>driving partner-influenced pipeline and revenue</strong></li> <li>Demonstrated ability to operate in ambiguity and build structure</li> <li>Ability to influence senior stakeholders across Sales, Services, Product, Finance, and Legal without direct authority</li> <li>Familiarity with analytics, search, security, observability or GenAI platforms strongly preferred</li> <li>Willing to travel up to 30% as needed to support partner execution and alignment</li> </ul> <p>#LI-AM2</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-weight: 400; font-size: 16px;">Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). </span></p> <p><span style="font-size: 16px;"><span style="font-weight: 400;">The typical starting OTE range for new hires in this role is listed below. This range represents </span><span style="font-weight: 400;">the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. </span></span></p> <p><span style="font-weight: 400; font-size: 16px;">An employee's position within the OTE range will be based on several factors including, but not limited ... (truncated, view full listing at source)